5-7 years of experience in account management or sales within the consumer goods industry
Strong analytical skills with a focus on category growth drivers
Proven track record of achieving sales targets and managing customer relationships
Excellent communication and negotiation skills
Ability to develop and execute strategic business plans
Responsibilities
Partner with customers to create and implement category growth plans
Develop customer-specific promotion and business plans based on category insights
Achieve annual sales and trade targets through effective negotiation
Continuously improve forecast accuracy and customer service
Monitor and drive execution of customer category plans
Identify and resolve gaps between customer feedback and plans
Participate in career development programs to enhance personal and team capabilities
Benefits
Professional development opportunities
Collaborative work environment
Access to analytics and insights tools
Support for career advancement
Engagement in joint business planning with customers
Full Job Description
Main Purpose of Job:
The Manager, Customer Account role is responsible for partnering with customers to drive category growth. Growth is achieved by acting as the contact for assigned customer(s) to build category winning plans to achieve annual Nestlé sales targets within commercial spend guardrails.
This role is deeply involved in the activation of Category Roadmaps. Manager, Customer Account are responsible using roadmaps in the development and execution of customer-specific Business Planning leveraging a category-first mindset to achieve 4P objectives. Additionally, the role is expected to maintain strong communication with the Nestlé Commercial Development teams to leverage category shopper insights to drive results with the customer(s).
Work with Commercial Development/Market Development on development of customer-specific category plans anchored in the category growth drivers (category-first mindset)
Present and launch New Item Plan and develop initial field forecast
Develop customer promotion plans
Perform annual bottom-up volume builds based on distribution, category trends and promotional activities. Plans to be created in conjunction with the Commercial Development/Market Development teams leveraging the category strategies as an input to the creation of customer plans
Achieve annual sales and trade targets through effective selling and negotiation
Continuous improvement on forecast accuracy
Frequent customer interaction to implement the annual plan, drive execution of the plan, gain distribution on new items and expand distribution on existing items in the portfolio, activate the customer category strategies, shopper marketing, and any urgent communications such as service level issues or product quality issues
Identify gaps between customer plan and customer feedback and propose resolutions to gaps
Ensure achievement of aligned-to customer targets including (but not limited to): category growth, annual shipment targets, staying within financial guardrails, strong customer service and ensuring supply visibility to drive in-stocks
Win at Retail: Improving execution:
Present Customer Category Plan and supporting Implementation Calendar to customer via Joint Business Planning
Monitor and review customer category plan
Drive execution of customer category plan
Communicate in-store issues raised by customer/buyer to Nestlé Retail Sales field teams in accordance with new Ways of Working
Develop Valued Capabilities:
Improving selling capabilities and adding customer value through improved analytics and insights, and continuous improvement
Ensure timely and professional participation in Career Development programs
Develop critical winning behaviors through robust Professional Development Planning process with manager and HR Business Partner
Drive one's own development through the adoption of capability tools
Work closely with Customer Account Associate (where applicable) to develop category account management skills and best practices
Integrated Approach: Develop concise, deliberate, fact-based narratives incorporating past, current, and future performance shopper trends and metrics with Qualitative Consumer Beha
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